Ask Open-Ended Questions While Prospecting
How to Ask Open-Ended Questions While Prospecting
Open-ended questions cannot be answered with
one-word answers; that’s why these questions are asked for a purpose to begin a
conversation. For example, if anybody asks you ‘Where do you see yourself in the
next five years?’ The answer to this question that you give may vary from
person to person, and every answer will have its own unique perspective that
usually comes with a long conversation.
If we talk about open-ended sales questions
especially during the initial discovery calls with your promising buyers, play
a vital role in building a bond of trust and rapport with them. It helps you to
understand your buyers’ needs & expectations that eventually initiate a
positive relationship. Let us explore in detail how to as open-ended sales
questions while prospecting.
Start framing open-ended questions: Before prospecting a buyer make a practice of
framing open-ended questions by analyzing what sorts of questions you ask at
the time of prospecting. This approach will help you in prospecting your buyers
effectively and if you have a habit of asking close-ended questions then it
will also help you to get rid of it, making you prospecting better.
If you asked a close-ended question then open it at
the end: If by
any chance in hurry you asked any close-ended question to your prospect then
you always have an option to follow it up with an open-ended one. Let’s take an
example if you asked your prospect “Do you think this information is helpful to
you?” then you can end it up as an open-ended question by adding, “If yes, then
how and if no, how.”
Listen to the answers of open-ended questions
actively: Only asking
open-ended sales questions not enough for effective prospecting, you need to
pay attention to the answers you receive in return from your prospects. Try
to analyze those answers, understand what your prospects want, and then pick
the keywords out of those answers that help you further to frame more specific
open-ended questions. In this way, you can make your prospect understand that
you know what they want and they start looking at you as a trusted advisor.
Let’s look into a few examples of open-ended
questions that you can ask your prospects:
1. What are the major objectives of your business at
present?
One of the most useful questions that can be asked
by you during prospecting your buyer is, “What are the major objectives of your
business at present?” Asking your prospect to share his/her business objectives
invites them to give a detailed view of their present state of the business.
This information helps you to position your products and services as a solution
that resonates with their objectives.
2. What decisions you’ve made related to xyz situation in your business?
Ask your prospects questions based on specific
situations, how they managed in those situations, and how they came out to be
successful in solving those issues. Ask them to share their success stories.
These questions help you in analyzing what has recently gone well with your
prospects and accordingly you can showcase your products and services.
Comments